Follow-up calls with an investor
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📰 Today's Edition
Getting a follow-up call with an investor is a big deal.
It doesn’t necessarily mean they want to invest, but things are starting to get serious.
Most likely the investor has some knowledge about this market, the problem set, and/or your target demographic. They could also be interested in you as a founder.
But since they haven’t yet committed, they still have some reservations. It’s your job in this second call to address their concerns and align on what’s needed for your business to succeed.
So… how do you do that?
First, anticipate their questions. Second, acknowledge the risks (and your plan to address them). And third, begin to build a foundation of trust.
Ready? Let’s dive in.
Think about these 5 pillars
Step one is anticipating all the things the investor might have reservations about. So let’s think through the 5 pillars that most early-stage investors care about.
1. Product Viability
Investors need to believe that your product isn't just a great idea, but a functional solution to a big problem. Be prepared to:
Discuss or show how your product works in practice
Show evidence that the problem you're addressing exists
Provide feedback from early users
2. Market Demand
A brilliant product means little without a willing market. Show investors that there's appetite for your solution. Be prepared with:
Market research indicating customer willingness to pay
Pricing strategy that supports a quick payback period
Revenue and retention numbers, if you have any. Remember, anything better than $0 is big news at the early stage.
3. Customer Acquisition Strategy
Customer acquisition costs are a big concern for investors. Be prepared to talk about:
The customer acquisition channels you’ve tried (and results from each)
The unit economics of the biz
Cost per acquisition and lifetime value projections
How you’re thinking about scaling your user base
4. Competitive Advantage
Look. There are probably dozens of companies trying to do what you’re doing. Your “reason to win” is crucial. Be prepared to discuss:
What makes your solution different
Barriers to entry for potential copycats
5. Team Capability
Investors need confidence that you are the team to win this market. Highlight:
Your team’s relevant experience and skills
Your unique insights from customer discovery or personal experience
How you’re thinking about growing your team (quickly, slowly, using contractors..?)
Addressing the risks
Remember, investors who have been watching (and perhaps investing in) this space have probably seen this problem tackled in different ways.
So they likely have some sense of the challenges other companies in the industry have faced.
Use this call to address the risks facing your industry and your business transparently and confidently. You aren’t expected to see the future, but you should come prepared with a well-thought-out plan for how to address the challenges you’re likely to face.
Investors want to see that you’ve thought about the risks and have plans to address those risks as your business evolves.
Building Trust
Your relationship with your investors will likely last years, if not decades. Show the investor that you’re someone worth doing business with by building a foundation of trust from the very beginning.
Be open about challenges (not just successes)
Demonstrate that you’ll keep lines of communication open… even when times are tough
Have examples about how you've acted on feedback
Remember, while there may be a perceived power dynamic between investors and founders, your goals are ultimately aligned. Investors succeed only if you do.
You got this
No one expects you to see the future. And no one expects you to have insane traction at this stage.
They do expect that you come prepared (know your metrics, please), know your market inside and out, and have a well-thought-out plan for the future… while acknowledging that things could change in a heartbeat 🤷♀️.
Avoid overly optimistic claims – those will just raise suspicions. Instead, offer a balanced, clear-eyed view of your business that instills confidence.
You got this!
Memorizing my metrics,
Kera from Hustle Fund
🎥 Watch This
Pitching on Zoom? Here’s how to set up your space with the perfect setup. This is an episode of Uncapped Notes, a series that demystifies the world of VC and startups. |